A win/loss analysis is simply having a conversation with your customers and prospects about their perception of your company versus the competition. You want to cover every part of the sales process. Did you address customer problems and goals with the proposed solution? Doing a win/loss analysis the right way will help you gain a competitive advantage. But what is the right way? Ellen Naylor—a pioneer in the field of competitive intelligence (CI) and Win/Loss analysis—shares her strategy in this episode of Sales Reinvented.
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